RevOps Lab

Laura Fu joins Janis and Philipp to talk about her new book Designing for Excellence, and how Sales Enablement is transforming inside an AI-native world. Laura breaks down the core principles of effective enablement, the flywheel every GTM team needs, and what changes when AI becomes part of the daily workflow.We cover: Why she wrote the book Designing for Excellence The core principles of modern sales enablement Lagging vs. leading metrics — and why pipeline creation is the #1 indicator of rep productivity How to identify, measure, and coach the behaviors that matter The Sales Enablement Flywheel: content, programs, tools, analytics What “AI-native enablement” looks like in real GTM workflows How real-time feedback loops transform programs and content What organizations need to change to adopt AI successfully Where to start when introducing AI into Sales Enablement Laura’s recommended books & mindset shifts for operatorsLaura Fu on LinkedIn: https://www.linkedin.com/in/laurazfu/ Weflow: https://getweflow.com RevOps Chat Community: https://getweflow.com/community RevOps Resources: https://getweflow.com/revops Janis on LinkedIn: https://www.linkedin.com/in/janiszech Philipp on LinkedIn: https://www.linkedin.com/in/philippstelzerChapters:(00:00:00) Intro & Meet Laura(00:01:07) Why Laura Wrote Designing for Excellence(00:04:02) What It Means to Be an AI-Native Company(00:05:24) Structuring the Book: 5 Sections Explained(00:07:14) The Core Principles of Sales Enablement(00:11:26) The #1 Leading Indicator: Pipeline Creation(00:15:16) Discovery, New-Business Meetings & Rep Behaviors(00:18:44) The Enablement Flywheel: Content, Programs, Tools(00:20:34) How AI Creates a Closed-Loop Feedback System(00:23:47) Real-Time Coaching & Adaptive Content(00:27:04) What It Takes to Become AI-Native(00:28:59) Organizational Change & Leadership Mindset(00:31:48) Where Enablement Teams Should Start(00:36:27) Book Recommendation: The Courage to Be Disliked(00:38:32) Closing

Richard Harris, sales advisor, trainer, and founder of the Harris Consulting Group, joins Philipp and Janis to talk about what truly separates elite sellers from the rest. Richard shares his frameworks for coaching, running better pipeline conversations, improving forecast accuracy, and creating an environment where sales and RevOps actually partner.We cover: • What top-performing reps do differently • How to coach around pipeline, qualification, and stalled deals • Why “gut feeling” selling breaks forecasting • The questions leaders should ask in every deal review • How RevOps and sales can build trust instead of tension • Why better data ≠ better selling (and what actually moves the needle) • How to improve pipeline hygiene without overwhelming reps • The mindset shift leaders need to build accountable teams • Practical exercises for managers to level up their coachingRichard Harris on LinkedIn: https://www.linkedin.com/in/rharris415Weflow: https://getweflow.comRevOps Chat Community: https://getweflow.com/communityRevOps Resources: https://getweflow.com/revopsJanis on LinkedIn: https://www.linkedin.com/in/janiszechPhilipp on LinkedIn: https://www.linkedin.com/in/philippstelzerChapters:(00:00:00) Intro & Meet Richard(00:02:18) What Elite Sellers Do Differently(00:06:41) Coaching Reps Beyond “Gut Feeling”(00:10:24) Red Flags in Pipeline & Qualification(00:13:23) Practical Questions for Deal Reviews(00:17:54) Building Trust Between Sales & RevOps(00:21:35) Improving Pipeline Hygiene at Scale(00:26:40) Why Better Data Doesn’t Fix Everything(00:31:15) Leadership, Accountability & Team Culture(00:36:02) Book Recs & Final Thoughts

This week, something different: Janis joins Laura Fu, Co-Host of State of the AI Union, to talk about the intersection of AI, GTM, and RevOps. Together, they explore how AI is transforming revenue execution—from pipeline generation to forecasting and customer experience—and what leaders should focus on today to stay ahead.We cover: • How AI is reshaping GTM and RevOps fundamentals • The shift from reactive reporting to predictive revenue intelligence • Why RevOps sits at the center of AI adoption • Where AI can automate repetitive GTM workflows today • How human judgment and machine insights should work together • Real examples of AI-augmented pipeline and forecast processes • What leaders can do now to prepare their teams for AI-first operationsListen to “State of the AI Union” with Laura Fu:https://open.spotify.com/show/17tYS2pWZY6LEwI70hw5CFLaura Fu on LinkedIn: https://www.linkedin.com/in/laurazfu/Weflow: getweflow.comRevOps Chat Community: getweflow.com/communityRevOps Resources: getweflow.com/revopsJanis on LinkedIn: https://www.linkedin.com/in/janiszechPhilipp on LinkedIn: https://www.linkedin.com/in/philippstelzerChapters:(00:00:00) Meet Janis & Laura(00:01:40) Navigating the GTM & AI Intersection(00:07:04) Leveraging AI Across the Revenue Cycle(00:12:13) Automating Forecasting & Deal Hygiene(00:19:40) How AI Will Change RevOps in the Next 3 Years(00:25:00) Leadership, Mindset & Adoption Challenges(00:29:10) The Future of AI-Driven GTM

Janis and Philipp break down the good, the bad, and the ugly of annual planning. From late starts and siloed workflows to unrealistic capacity models and poor communication loops, they share what goes wrong in most companies – and how to fix it.We cover:• The most common annual planning pitfalls – and how to avoid them • Late starts, top-down targets, and siloed processes • Why RevOps should take the lead in annual planning • How to align FP&A, HR, and GTM leadership • The impact of capacity planning, ramp time, and attrition • Building realistic hiring and pipeline generation models • The importance of cross-functional workshops and continuous planning • How to move from static annual planning to adaptive executionWeflow: getweflow.comRevOps Chat Community: getweflow.com/communityRevOps Resources: getweflow.com/revopsJanis on LinkedIn: https://www.linkedin.com/in/janiszechPhilipp on LinkedIn: https://www.linkedin.com/in/philippstelzerChapters:(00:00:00) Intro & Why Annual Planning Is Broken(00:02:19) Common Pitfalls: Late Starts & Siloed Processes(00:04:42) Why RevOps Should Lead Annual Planning(00:06:51) The Role of FP&A, HR & Leadership Alignment(00:08:54) Timelines, Ownership & the Cost of Starting Late(00:11:10) Capacity Planning, Ramp Time & Hiring Models(00:15:02) Pipeline Generation & Continuous Adjustments(00:19:24) Running Cross-Functional Planning Workshops(00:22:25) Setting Realistic Scenarios (Best, Base, Worst Case)(00:25:10) Board Sign-Off & Execution Cadences(00:27:00) Final Thoughts & Cheat Sheet Recommendation

Kunal Pathak, Director of Deal Strategy & Operations at ServiceNow, joins Philipp to unpack what it really takes to run a world-class Deal Desk. With experience building deal operations at Salesforce, DocuSign, and now ServiceNow, Kunal shares how the function evolved from a transactional back office into a strategic control tower for revenue execution.We cover:- What a Deal Desk is and how it’s evolved into a strategic function- When it’s time to introduce Deal Desk (hint: when your CEO reviews every deal)- Balancing governance and deal velocity: the CFO vs. CRO charter- Why a bad policy is one that creates constant exceptions- The 70/30 rule: when to automate vs. when to go high-touch- The ideal team setup and where Deal Desk should sit (Finance vs. Sales)- How to collaborate with Legal, Finance, and Pricing Strategy- Building commercial constructs that make it easy to buy- Using AI and automation to move from reactive to proactive deal strategy- How to start a Deal Desk from scratch—and what to prioritize firstKunal Pathak on LinkedIn:https://www.linkedin.com/in/kunal-pathak-66b27317/ Weflow: ⁠getweflow.com⁠RevOps Chat Community: ⁠getweflow.com/community⁠ RevOps resources: ⁠getweflow.com/revops⁠ Janis on LinkedIn: ⁠https://www.linkedin.com/in/janiszech⁠ Philipp on LinkedIn: ⁠https://www.linkedin.com/in/philippstelzer Chapters:(00:00:00) Intro & Meet Kunal(00:02:29) What Is a Deal Desk and Why It Matters(00:06:58) When to Introduce Deal Desk(00:09:15) Top Challenges When Setting Up the Function(00:11:21) Balancing Governance and Deal Velocity(00:14:27) Policies, Exceptions & the 70/30 Rule(00:16:06) Where Deal Desk Should Sit (RevOps vs. Finance)(00:18:38) Building the Right Team & Hiring Profiles(00:21:20) Legal Collaboration & Ownership Boundaries(00:24:48) Partnering with Pricing Strategy(00:27:59) Value Engineering and Deal Economics(00:30:12) The Future of Deal Desk – AI & Automation(00:35:30) How to Start a Deal Desk From Scratch(00:37:01) The First Hire & Key Priorities(00:40:01) Resources, Books & Final Thoughts

Tessa Whittaker, VP of Revenue Operations at ZoomInfo, joins Janis Zech to discuss the critical challenge of shifting to an AI-First mindset within the RevOps function. Many leaders feel pressure due to the AI hype, but how do you ensure your teams implement the technology effectively? Tessa shares her proprietary RevOps Maturity Scale, a framework that identifies the operational foundation (systematization and process discipline) required before AI can be successfully deployed to boost upstream RevOps team efficiency.    She reveals how her team at ZoomInfo—a multi-billion-dollar valuation company with over a billion in ARR—transformed their roadmap prioritization and requirements gathering process using AI agents. This strategy helps them eliminate "human behavior" and resource fights, leading to maximum execution speed.   We discuss:Why manual processes and poor data are the biggest roadblocks to successful AI implementation (Garbage In, Garbage Out).    Tessa's RevOps Maturity Scale (0 to 5), and why AI-Augmented Workflows only begin at Step 3.    How to build Operational Excellence as the foundation for AI (Ad Hoc → Manual but Defined → Systematized Rigor → Agentic Assistance).    The RevOps team structure at ZoomInfo: How Sales Operations, Business Process (Product Managers), and Revenue Technology collaborate.    The transformation of the RevOps Roadmap process: Moving from firefighting to data-driven stack ranking of strategic initiatives.    The use of an AI Agent for Requirements Gathering and generating Prioritization Scores to end subjective resource battles with stakeholders.    How to coach Internal Stakeholders to bring problems instead of prescribed solutions, and how AI facilitates this shift.    Tessa’s Hackathon strategy to mandate an AI-First mindset across the RevOps team and build internal efficiency agents.    Mallory Lee on LinkedIn:https://www.linkedin.com/in/tessa-whittaker-44903940/ Weflow: ⁠getweflow.com⁠RevOps Chat Community: ⁠getweflow.com/community⁠RevOps resources: ⁠getweflow.com/revops⁠Janis on LinkedIn: ⁠https://www.linkedin.com/in/janiszech⁠Philipp on LinkedIn: ⁠https://www.linkedin.com/in/philippstelzerChapters:(00:00:00) Introduction and Welcoming Tessa(00:01:52) Tessa's Career Path: From Executive Assistant to VP of RevOps (00:03:16) The RevOps Team Structure at ZoomInfo (Sales Ops, Business Process, RevTech) (00:06:19) Introducing the RevOps AI Maturity Scale (00:08:43) Steps 0 through 5: From Ad Hoc to Autonomous Operations (00:10:45) The necessity of Operational Excellence as an AI prerequisite (00:16:03) The RevOps reality before systematization (Chaos and Firefighting) (00:21:44) Building Systematized Rigor: Central intake, JIRA, and capacity measurement (00:26:40) Dealing with noise and Fire Drills: How centralized stack ranking eliminates resource fights (00:35:17) The AI-First Leap: Transforming the RevOps Roadmap process with AI (00:37:50) The AI Agent for Requirements Gathering: Eliminating time-consuming meetings (00:40:24) How the AI agent calculates Prioritization Scores for dynamic sprint planning (00:43:39) Additional AI Use Cases: Process documentation, slide generation, and monitoring (00:44:40) The Hackathon Strategy to instill an AI-First mindset in the team (00:46:10) Community Recommendations: The value of a tight-knit expert network

Mallory Lee, VP of RevOps at PhoneBurner, returns to the show to talk about one of the most painful but critical topics in sales: CRM hygiene. From missed updates and bloated pipelines to forecasting gaps and trust issues, Mallory shares how automation and AI can remove manual work for reps and bring accuracy back to the pipeline. We cover: The ripple effects of poor deal hygiene on pipeline councils & forecast calls Why manual CRM updates erode trust in data and dashboards How to automate activity capture across emails, meetings, and contacts Using AI to extract insights from calls and transcripts (SPICE, “why now / why not”) Automating opportunity stages, forecast categories, and contact statuses Why separating process (stage) from judgment (forecast category) matters How automation accelerates pipeline conversations and improves trust Links & Resources Mallory Lee on LinkedIn: https://www.linkedin.com/in/mallorylee/ Weflow: getweflow.com RevOps Chat Community: getweflow.com/community RevOps resources: getweflow.com/revops Janis on LinkedIn: https://www.linkedin.com/in/janiszech Philipp on LinkedIn: https://www.linkedin.com/in/philippstelzer Chapters (00:00:00) Intro & Catching Up with Mallory (00:02:42) The Ripple Effects of Poor Deal Hygiene (00:07:00) Forecasting Challenges & Finance vs. Sales Models (00:10:45) Automating CRM Updates at PhoneBurner (00:15:30) AI Insights: From SPICE to “Why Now / Why Not” (00:21:00) The Black Box of SMS, WhatsApp & Slack (00:24:50) Automating Contact Status & Pipeline Generation (00:29:00) Expansion, Renewals & Onboarding Automation (00:32:10) How Automation Changes Pipeline Councils (00:34:45) Book Recs, Community & Closing

In this episode:Laura Cross, VP and Principal Analyst at Forrester, joins Janis and Philipp to unpack the shift from annual to continuous planning. Laura shares why static, one-and-done plans don’t work in today’s fast-changing environment and how RevOps can take the lead in building adaptive, customer-centric planning processes.We cover: Why annual planning often creates misalignment and mistrust The rise of continuous, “always-on” planning cycles How to balance board-level compliance with GTM agility Common pitfalls: siloed planning, unrealistic timelines, political dynamics Why putting the customer at the center fixes more than process RevOps as the facilitator of sync & sequence across functions Practical steps to operationalize strategy through revenue cadencesLinks: Laura Cross on LinkedIn: https://www.linkedin.com/in/lauracross Weflow: getweflow.com RevOps Chat Community: getweflow.com/community RevOps resources: getweflow.com/revops Janis on LinkedIn: https://www.linkedin.com/in/janiszech Philipp on LinkedIn: https://www.linkedin.com/in/philippstelzerChapters: (00:00:00) Intro & Meet Laura (00:02:10) Annual vs. Continuous Planning – The Shift (00:05:30) Why Annual Planning Fails in Practice (00:09:20) Misalignment, Finger-Pointing & Trust Issues (00:14:15) The Role of RevOps in Sync & Sequence (00:19:00) Overhead, Culture & Mindset Shifts (00:24:30) From Strategy to Execution: Revenue Cadences (00:29:40) Final Thoughts & Forrester Resources

In this quick special episode (under 3 minutes!), Janis and Philipp announce something big:👉 Together with 50 RevOps leaders from around the world, we’re launching a free Slack community exclusively for Revenue Operations professionals.Here’s what you need to know: • 💬 No pitches, just real conversations • ✅ Strictly RevOps-only (every application is reviewed) • 🤝 Share challenges, get support, and learn faster • 🌍 Local chapters for real-life meetups (yes, IRL!)🚀 Request early access now: getweflow.com/community

Andy Mowat, Founder of Whisperd and longtime RevOps leader at companies like Upwork, Box, CultureAmp, and Carta, joins Janis and Philipp to share how to build a successful career in RevOps. Andy breaks down the six “superpowers” of RevOps, what separates a VP from a Director, and how to pick the right company to accelerate your growth. He also shares his perspective on how AI will reshape the future of RevOps and the GTM tech stack.We cover:The six “superpowers” of RevOps every operator should masterDirector vs. VP: the real differences in scope and leadershipWhy choosing the right company and boss matters more than compHead of RevOps at a startup vs. #2 at a breakout scale-upHow to identify breakout companies—and avoid toxic onesFuture trends: AI, data architecture, and the reinvention of SalesforceResources for career growth from WhisperdAndy Mowat on LinkedIn:https://www.linkedin.com/in/andymowat/Pipeline Visibility Cheat Sheet: ⁠⁠https://www.getweflow.com/content/pipeline-visibility-cheat-sheet⁠⁠⁠ Janis on LinkedIn: ⁠⁠⁠⁠⁠https://www.linkedin.com/in/janiszech⁠ ⁠ ⁠⁠  ⁠ Phillip on LinkedIn: ⁠⁠⁠⁠⁠https://www.linkedin.com/in/philippstelzer⁠⁠ Chapters:(00:00:00) Intro & Meet Andy(00:04:46) The Six Superpowers of RevOps(00:07:44) Director vs. VP – Key Differences(00:10:39) Picking Companies That Accelerate Your Career(00:15:13) Startup vs. Scale-Up Roles(00:23:22) Future Trends in RevOps: AI & Data(00:29:48) Whisperd Playbooks & Final Takeaways

Lauren Hughes, VP of Revenue Effectiveness at Justworks and former Global Head of RevOps at InMobi, joins Janis and Philipp to share how RevOps can become the connective tissue between product and go-to-market. Lauren walks through her experience scaling RevOps during hypergrowth, driving alignment with product, and building operating cadences that keep leadership on the same page.We cover: • Lessons from scaling InMobi from $300M to $600M+ revenue • How to build RevOps from 2 people “tinkering in Salesforce” to a 25+ person team • Driving interlock between product and revenue teams under pressure • Why operating cadences matter more than tools • Balancing short-term firefighting with long-term roadmap planning • How RevOps can translate customer needs into product strategyLauren Hughes on LinkedIn:https://www.linkedin.com/in/laurenehughes10023/Pipeline Visibility Cheat Sheet: ⁠https://www.getweflow.com/content/pipeline-visibility-cheat-sheet⁠⁠ Janis on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/janiszech ⁠ ⁠⁠  ⁠ Phillip on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/philippstelzer⁠ Chapters:(00:00:00) Intro & Meet Lauren(00:02:00) Scaling RevOps at InMobi During Hypergrowth(00:07:15) First Hires & Building Business Planning Into RevOps(00:12:40) Driving Product <> Revenue Interlock(00:18:20) Operating Cadences & Leadership Alignment(00:23:30) Balancing Fix-It Mode With Future Planning(00:29:10) Lessons Learned & Applying Them at Justworks(00:34:30) Podcasts & Resources Lauren Recommends

In this episode, Janis and Philipp sit down with 5x CRO John McMahon, the Author of “The Qualified Sales Leader”, board member at Snowflake and MongoDB, and co-host of the Revenue Builders Podcast. John shares how revenue operations can play a critical role in preparing CROs and CEOs for board meetings, what metrics truly matter, and why scaling go-to-market teams is often harder than building products.From avoiding common pitfalls in hiring and territory planning to designing repeatable frameworks for growth, this conversation is packed with insights from someone who has guided companies through hypergrowth at the highest levels.What You’ll Learn:How RevOps leaders can equip CROs for successful board meetingsWhy headcount, productivity, and churn are the only real levers in scaling salesThe cost of hiring too late and under-investing in frontline managementWhy territory fairness is critical to rep success and retentionKey frameworks for reporting to the board (5-quarter model, productivity per rep, new logos vs. existing growth)The importance of evolving your ICP, sales process, and common language as you scaleJohn McMahon on LinkedIn: https://www.linkedin.com/in/johnmcmahon1/Pipeline Visibility Cheat Sheet: ⁠https://www.getweflow.com/content/pipeline-visibility-cheat-sheet⁠⁠ Janis on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/janiszech ⁠ ⁠⁠  ⁠ Phillip on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/philippstelzer⁠ Chapters:(00:00:00) Meet John McMayhem(00:03:45) Board Meeting Dynamics(00:08:20) Preparation Strategies(00:12:30) Sales Team Scaling Pitfalls(00:16:50) Proactive Hiring Importance(00:21:15) Territory Management(00:25:45) Reducing Ramp Time Through Training(00:30:00) Key Performance Metrics(00:34:40) RevOps as Strategic Eyes and Ears(00:38:10) Closing Thoughts & Book Recommendation

Kristina Kardell, Director of RevOps & Strategy at Leapsome, joins Janis to explore how revenue cadences can move RevOps from execution to strategy. Kristina shares how she structures cadences that align leaders, drive accountability, and unlock real business impact.We cover: • What revenue cadences actually are—and why they matter • How to set up cadences that align GTM leadership • Turning recurring meetings into drivers of accountability • Balancing operational detail with strategic oversight • Lessons learned from scaling RevOps at Leapsome • How cadences unlock cross-functional alignmentLinkedIn:https://www.linkedin.com/in/kristinakardell/Pipeline Visibility Cheat Sheet: ⁠https://www.getweflow.com/content/pipeline-visibility-cheat-sheet⁠⁠Janis on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/janiszech⁠ ⁠⁠ ⁠ Phillip on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/philippstelzer⁠Chapters: (00:00:00) Intro & Meet Kristina(00:02:05) Why Cadences Are a Strategic Lever(00:06:20) Designing Cadences That Stick(00:10:45) Leadership Alignment Through Revenue Cadences(00:15:00) From Operations to Strategy(00:18:25) Lessons Learned at Leapsome(00:21:40) Final Thoughts & Key Takeaways

Dana Therrien, VP of Sales Performance Management and Revenue Operations Advisory at Anaplan, joins Janis and Philipp to unpack what it really takes to build a RevOps team that drives measurable impact. With deep expertise in GTM strategy, comp design, and performance management, Dana shares how to align revenue teams, structure for scale, and turn RevOps into a strategic growth driver—not just an operational support function.We cover: • How to design a RevOps org that accelerates GTM execution • The link between sales performance management and RevOps success • Common comp plan pitfalls and how to avoid them • Partnering effectively with CROs, CFOs, and sales leadership • Which skills turn good operators into strategic leaders • Why RevOps needs a seat at the executive tableDana Therrien on LinkedIn:https://www.linkedin.com/in/danatherrien/Pipeline Visibility Cheat Sheet: ⁠https://www.getweflow.com/content/pipeline-visibility-cheat-sheet⁠⁠Janis on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/janiszech⁠ ⁠Phillip on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/philippstelzer⁠Chapters: (00:00:00) Intro & Meet Dana (00:02:20) From Sales Performance to RevOps Leadership (00:06:05) What Great RevOps Teams Do Differently (00:10:45) Comp Plan Design – Common Pitfalls & Fixes (00:15:30) Partnering with CROs and CFOs (00:20:40) Leadership Skills That Scale (00:26:10) Structuring RevOps for Speed & Alignment (00:31:25) Final Takeaways & Book Recommendation

After 88 episodes, Janis and Philipp look back and highlight the most shared, cited, and saved conversations from across the show. From methodology rollouts and forecasting to CS, enablement, and strategic RevOps planning—this is a curated guide to the episodes that shaped the community.We cover: • The most actionable insights across 80+ episodes • What listeners actually implement from RevOps Lab • Which guests challenged how we think about GTM • Our favorite frameworks, rituals, and cheat sheets • What’s coming next—and how we’ll keep evolvingReview our top 10 episodes: https://www.linkedin.com/posts/janiszech_takeaways-from-9-revops-leaders-activity-7305237770560507905-M-Bx?utm_source=share&utm_medium=member_desktop&rcm=ACoAAADkq4oBjquoXFjbQrLH0htfS54y5Fv-tAIJustin Norris: https://www.linkedin.com/posts/janiszech_revops-revops-outbound-activity-7260648519277985792-PXw5?utm_source=share&utm_medium=member_desktop&rcm=ACoAAADkq4oBjquoXFjbQrLH0htfS54y5Fv-tAISamarth: https://www.linkedin.com/posts/janiszech_revops-salesops-cro-activity-7255182493337677824-YI7t?utm_source=share&utm_medium=member_desktop&rcm=ACoAAADkq4oBjquoXFjbQrLH0htfS54y5Fv-tAIMatthew Volm: https://www.linkedin.com/posts/janiszech_revops-tools-revops-activity-7252283401032863744-Y1fY?utm_source=share&utm_medium=member_desktop&rcm=ACoAAADkq4oBjquoXFjbQrLH0htfS54y5Fv-tAICrissy: https://www.linkedin.com/posts/janiszech_revops-revops-gtmops-activity-7250501664216875008-6o90?utm_source=share&utm_medium=member_desktop&rcm=ACoAAADkq4oBjquoXFjbQrLH0htfS54y5Fv-tAIJeremy: https://www.linkedin.com/posts/janiszech_revops-gtm-saas-activity-7242861308096712705-P1eA?utm_source=share&utm_medium=member_desktop&rcm=ACoAAADkq4oBjquoXFjbQrLH0htfS54y5Fv-tAILaura Adint & Sean Lane: https://www.linkedin.com/posts/janiszech_revops-revopslab-revops-activity-7241426861497462784-1kyb?utm_source=share&utm_medium=member_desktop&rcm=ACoAAADkq4oBjquoXFjbQrLH0htfS54y5Fv-tAIDaphne: https://www.linkedin.com/posts/janiszech_hubspot-revops-cs-activity-7238871265791410176-Q9To?utm_source=share&utm_medium=member_desktop&rcm=ACoAAADkq4oBjquoXFjbQrLH0htfS54y5Fv-tAITom: https://www.linkedin.com/posts/janiszech_cros-revops-revopslab-activity-7237105621039267843-pLtb?utm_source=share&utm_medium=member_desktop&rcm=ACoAAADkq4oBjquoXFjbQrLH0htfS54y5Fv-tAIBen Murray: https://www.linkedin.com/posts/janiszech_saas-revops-gtm-activity-7272607315730604033-ph1c?utm_source=share&utm_medium=member_desktop&rcm=ACoAAADkq4oBjquoXFjbQrLH0htfS54y5Fv-tAIEric https://www.linkedin.com/posts/janiszech_revops-saas-gtm-activity-7270780286269849600-2nDU?utm_source=share&utm_medium=member_desktop&rcm=ACoAAADkq4oBjquoXFjbQrLH0htfS54y5Fv-tAIToni: https://www.linkedin.com/posts/janiszech_what-are-ways-to-be-more-strategic-in-revops-activity-7269330721238880258-Iitt?utm_source=share&utm_medium=member_desktop&rcm=ACoAAADkq4oBjquoXFjbQrLH0htfS54y5Fv-tAIChapters: • (00:00:00) Intro & Why This Recap Matters • (00:02:00) Books That Shaped the Show • (00:05:00) Forecasting, Pipeline Reviews & SPICED • (00:09:00) Planning, Board Prep & Territory Design • (00:13:00) Comp Plans, Metrics & SaaS Finance • (00:16:00) RevOps & FP&A: Strategic Convergence • (00:18:00) Community Shoutouts & What’s Next

Julien Cerutti, VP Revenue Strategy at Meltwater, shares how he led the global rollout of the SPICED sales methodology across 700+ sellers. From frontline adoption to operationalizing SPICED in Salesforce and building AI-powered deal inspections, Julien walks through a practical framework for making methodology stick—at scale.We cover: • Why Meltwater chose SPICED over MEDDIC or BANT • How to structure deal inspection cadences that actually work • Building methodology into your CRM, scoring, and dashboards • Why enablement isn’t enough—and how to align managers • Using AI agents for deal scoring, inspection, and coaching • What “10x sellers” might look like with operational AI supportJulien Cerutti on LinkedIn: https://www.linkedin.com/in/juliencerutti/ Pipeline Visibility Cheat Sheet: https://www.getweflow.com/content/pipeline-visibility-cheat-sheet⁠Janis on LinkedIn: ⁠⁠⁠https://www.linkedin.com/in/janiszech ⁠⁠  ⁠ Phillip on LinkedIn: ⁠⁠⁠https://www.linkedin.com/in/philippstelzerChapters:(00:00:00) Meet Julien & His Role at Meltwater(00:03:00) Choosing SPICED & Aligning Global Teams(00:07:20) Operationalizing SPICED in Salesforce(00:11:45) Why Deal Inspections Need Their Own Cadence(00:15:40) Enabling Managers to Drive Adoption(00:20:00) AI Use Cases: Scoring, Coaching, Feedback(00:24:15) Vision for 10x Sellers with AI Agents(00:28:40) Book Recommendations & Closing Thoughts

Mollie Bodensteiner, SVP of Operations at Engine, joins Janis and Philipp to unpack the RevOps org structure behind a 1,000-person company scaling at speed. Mollie shares how her team of 40+ built a pod-based model that balances enablement, systems, and sales ops—while staying fast, aligned, and strategic.From hiring 25 people in 6 months to syncing Asana, Slack, and sprint cycles, this is a playbook for anyone designing or rethinking their RevOps org.We cover: • How Engine designed a pod-based RevOps structure • The soft skills required for operating partners • Aligning enablement, systems, and ops around one roadmap • Scaling without drowning in meetings or Slack chaos • Tips for hiring across ops, enablement, and technical roles • How to run RevOps like a product org—with developers, BAs & roadmaps • Mollie’s framework for project prioritization (and saying no) • Why a “get the right people on the bus” mindset beats rigid job specsMollie Bodensteiner on LinkedIn:https://www.linkedin.com/in/molliebodensteiner/Pipeline Visibility Cheat Sheet: https://www.getweflow.com/content/pipeline-visibility-cheat-sheet⁠Janis on LinkedIn: ⁠⁠⁠https://www.linkedin.com/in/janiszech ⁠⁠ ⁠ Phillip on LinkedIn: ⁠⁠⁠https://www.linkedin.com/in/philippstelzerChapters: • (00:00:00) Meet Mollie & Her Role at Engine • (00:02:30) Why Pods? Org Design Lessons from Scaling • (00:06:00) How to Align Enablement, Ops & Systems • (00:09:45) Slack, Asana & Avoiding Communication Chaos • (00:13:00) Prioritization Frameworks & Saying No • (00:16:20) What Makes a Great RevOps Hire • (00:20:30) Running RevOps Like a Product Team • (00:25:00) When to Augment with Agencies vs. Own Internally • (00:29:30) Hiring Mindset: Skills > CVs • (00:34:00) Book Recs: Surrounded by Idiots, Thinking in Bets, Trillion Dollar Coach

Lauren Silvers, GTM Programs Lead at Ironclad, joins the show to share a bold, future-focused vision for revenue operations: one that’s deeply buyer-centric, AI-assisted, and system-aware. Drawing from her talk at RevOpsFest NYC, Lauren explores how changing buyer behavior, signal-based selling, and enablement-rooted RevOps are reshaping how GTM teams operate. It’s a masterclass in where the function is going—and what to do now to keep up.We cover:- Why current sales processes frustrate modern buyers- How to reduce context-switching and tool overload for reps- What “buyer GPTs” and signal clusters mean for the future of sales- How to orchestrate actions based on signal intent—not funnel stages- Where AI already solves CRM hygiene (and why most teams still don’t use it)- How to operationalize customer-verifiable outcomes- What a 247% pipeline lift looks like when RevOps actually quarterbackLauren Silvers on LinkedIn: https://www.linkedin.com/in/laurensilvers/ Pipeline Visibility Cheat Sheet: https://www.getweflow.com/content/pipeline-visibility-cheat-sheet⁠Janis on LinkedIn: ⁠⁠⁠https://www.linkedin.com/in/janiszech ⁠⁠ ⁠ Phillip on LinkedIn: ⁠⁠⁠https://www.linkedin.com/in/philippstelzerChapters: (00:00:00) Meet Lauren & Her Talk at RevOpsFest (00:03:15) What Buyer-Centric Actually Means (00:06:00) How Buyer Behavior Is Evolving (Fast) (00:09:40) Tool Sprawl, Friction & the Case for System Change (00:13:30) AI, CRM Hygiene & What’s Already Solved (00:16:45) Signal-Based Selling vs. Funnel Thinking (00:21:00) How Intercom Built Signal Clusters That Drove +247% Pipeline (00:25:30) How to Simplify Action for Reps Without Dumbing It Down (00:29:00) Customer-Verifiable Outcomes (CVOs) in Practice (00:34:00) The Reality of Change: Culture, Systems, and Trust (00:38:30) Lauren’s Book Rec: In Search of Lost Time by Marcel Proust

Seth London, VP of Revenue Operations at Meltwater, joins the podcast to unpack one of the most strategic (and misunderstood) relationships in GTM: the connection between RevOps and FP&A. With firsthand experience leading both functions, Seth shares how to bridge financial planning and go-to-market execution—without getting caught between the boardroom and the field.This episode is a practical deep dive into annual planning, metrics ownership, communication cadences, and building mutual trust between RevOps and Finance.We cover:Why most planning processes break down between FP&A and GTMHow to align top-down board targets with bottom-up GTM modelingWhich metrics RevOps should own—and which belong to FinanceWhat “joint planning” really looks like in practiceHow ARR and retention metrics drive enterprise valueWhy cadence, clarity, and relationship-building are non-negotiableSeth London on LinkedIn:https://www.linkedin.com/in/seth-london/Pipeline Visibility Cheat Sheet: ⁠https://www.getweflow.com/content/pipeline-visibility-cheat-sheet⁠Janis on LinkedIn: ⁠⁠⁠https://www.linkedin.com/in/janiszech ⁠⁠ ⁠ Phillip on LinkedIn: ⁠⁠⁠https://www.linkedin.com/in/philippstelzer ⁠Chapters:00:00:00 Intro & Why FP&A and RevOps Often Misalign00:02:30 What Seth Learned From Working in Both Worlds00:07:00 How Meltwater Rebuilt the Planning Process00:11:45 Translating GTM Plans into Financial Models00:16:30 Weekly Cadence, Forecasting Rituals & Narrative Sync00:21:40 What Makes FP&A a Champion vs. a Blocker00:26:00 Metrics Ownership: Pipeline vs. Profitability00:31:00 The ARR Debate, Gross Retention & CFO Buy-in00:34:30 Final Thoughts & Reflections on Alignment

Janis and Philipp dive into one of the most requested topics in RevOps: pipeline visibility. What does it actually mean? Why is it so hard to get right? And what does good look like?Using the Pipeline Visibility Cheat Sheet as their guide, they break down the exact fields, signals, and metrics you need to track deal health and build trust in your forecast—without overwhelming reps or drowning in dashboard noise.We cover: • The four core layers of pipeline visibility: activity, conversation, methodology, and process • The 10 most important deal signals and how to operationalize them • How to spot bloated pipeline and early warning signs of risk • Stage conversion, sales velocity, and push count as leading indicators • How to start visibility tracking lean—and scale it over timePipeline Visibility Cheat Sheet: https://www.getweflow.com/content/pipeline-visibility-cheat-sheetJanis on LinkedIn: ⁠⁠https://www.linkedin.com/in/janiszech⁠⁠   Phillip on LinkedIn: ⁠⁠https://www.linkedin.com/in/philippstelzer⁠⁠  Chapters: • (00:00:00) Introduction & Why CRM Visibility Still Fails • (00:03:05) The 4 Layers of Visibility • (00:07:42) What Makes a Deal “Real”? • (00:13:20) Deal Signals: Champions, Pain, Urgency • (00:18:09) Sales Cycle, Pushes & Stage Conversion • (00:25:32) Visibility Metrics That Actually Matter • (00:31:00) How to Roll Out Pipeline Hygiene Without Overkill • (00:36:55) Final Thoughts & Cheat Sheet Recap